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    Akamai Guardicore Segmentation - SS1 - SS2 - Supplement - 1

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    Marcos Ronderos
    The document provides an overview of Akamai Guardicore Segmentation, which is a software-based microsegmentation solution. It outlines the sales stages, including identifying needs, exploring options, and competitive landscape. It provides guidance on targeting customers, key questions to ask, and fit opportunities.

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    Akamai Guardicore Segmentation - SS1 - SS2 - Supplement - 1

    Uploaded by

    Marcos Ronderos
    65 views2 pages
    The document provides an overview of Akamai Guardicore Segmentation, which is a software-based microsegmentation solution. It outlines the sales stages, including identifying needs, exploring options, and competitive landscape. It provides guidance on targeting customers, key questions to ask, and fit opportunities.

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    Akamai Guardicore Segmentation__SS1_SS2_Supplement__1_

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    The document provides an overview of Akamai Guardicore Segmentation, which is a software-based microsegmentation solution. It outlines the sales stages, including identifying needs, exploring options, and competitive landscape. It provides guidance on targeting customers, key questions to ask, and fit opportunities.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    65 views2 pages

    Akamai Guardicore Segmentation - SS1 - SS2 - Supplement - 1

    Uploaded by

    Marcos Ronderos
    The document provides an overview of Akamai Guardicore Segmentation, which is a software-based microsegmentation solution. It outlines the sales stages, including identifying needs, exploring options, and competitive landscape. It provides guidance on targeting customers, key questions to ask, and fit opportunities.

    Copyright:

    © All Rights Reserved
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    AKAMAI CONFIDENTIAL: FOR INTERNAL USE ONLY

    Akamai Guardicore Segmentation: SS1-SS2 Supplement


    Overview
    Akamai Guardicore Segmentation is a software-based microsegmentation solution that is
    part of Akamai’s Zero Trust portfolio.

    Sales Stage 1: Identify Need


    Target Customer Intro pitch
    ✓ 1000+ employees
    ✓ $250M - $1B+ in annual revenue
    ✓ $5M - $50M+ in annual
    cybersecurity budget

    Industries
    ● FinServ, Ecommerce, Retail, Legal,
    Insurance, Utilities
    COMING SOON!
    ● Service Providers, Media, High-tech
    SaaS Providers

    Contributing attributes
    ● Regulated industry
    ● Complex infrastructure
    ● Post- or during- breach

    Target Buyers Resources


    Business Technical
    Microsegmentation: The unsung
    Roles CISOs, CIOs, VPs of InfoSec Security/Enterprise/Network
    Architects, Sys Admins hero of ransomware protection
    (featuring Forrester) Webinar
    Driven by Need to ensure Business Risk: Security posture & compliance
    Continuity
    The Ransomware Kill Chain
    Ask these ● How are you addressing the ● Are you implementing a Zero
    Infographic
    questions threat of ransomware? Trust architecture?
    ● Is there an initiative around ● How are you protecting critical Guardicore for Infrastructure
    Zero Trust? applications from a breach? Segmentation Product Brief
    ● Do you have any concerns ● Do you have concerns about
    about remote access and ransomware detection and Mitigate Ransomware with
    security? containment? Guardicore Centra Product Brief
    Listen for ● Simplify operations ● Reduce likelihood of a breach
    Mapping Use Cases to Business
    these ● Minimize business disruption ● Reduce impact of breach
    phrases Drivers Infographic
    ● Lower total cost of ownership ● Achieve compliance
    ● Digital transformation ● Prevent/reduce lateral movement
    The Future of Firewalls is Software
    ● Modernize IT stack ● Eliminate blindspots
    Ebook
    ● Gain visibility ● Protect sensitive data
    AKAMAI CONFIDENTIAL: FOR INTERNAL USE ONLY

    Akamai Guardicore Segmentation: SS1-SS2 Supplement

    Sales Stage 2: Explore Options

    Discovery Questions by Use Case Good Fit Opportunities


    Firewall Alternatives ✓ Ransomware detection & containment
    ● How does your organization deploy ✓ Failed audit exposes uncontrolled lateral
    datacenter firewalls today? movement
    ● How do you create/update segmentation ✓ Isolation/segmentation of business-critical
    policies today? applications
    ● How do these processes impact your ✓ Remote access projects with security & cost
    organization? challenges
    ● How effective is your firewall at protecting ✓ Zero Trust architecture initiatives
    you from risks like ransomware? ✓ Firewall refreshes/upgrades
    ✓ Cloud migrations, especially if compliance
    Ransomware Prevention is a concern
    ● What controls do you have in place today? ✓ Protection of legacy systems
    ● How confident are you that you could prevent
    a ransomware attack?
    ● How much visibility do you have to lateral FAQ
    movement?
    ● If someone were to land in your environment, My customer is interested! How do I schedule a
    how long could they hide undetected? demo?
    Follow the instructions provided here; a Sales
    Legacy Server / Application Protection leader will reach out to you.
    ● How do you approach protection today?
    Is Guardicore offered as a stand-alone product?
    ● How important are these
    Yes, and it can also be offered as part of a Zero
    servers/applications?
    Trust portfolio.
    ● To what extent do unprotected
    servers/applications impact your compliance How is the Guardicore product delivered?
    efforts? It is primarily delivered as a SaaS solution.

    Click here for a full list of discovery questions. Additional Product FAQs are available here.

    Competitive Landscape
    Occurrence
    Competitor Product Name in deals Key selling features Critical downsides (compared to Akamai)
    illumio Core ● Viewed as industry leader ● Policy engine: allowlist only, inflexible
    illumio illumio Edge
    80% ● Encryption capability ● Lack of additional security capabilities
    ● Microsegmentation is part of ● Lack of additional security capabilities
    VMWare NSX-T 30% broader NSX SDN capabilities ● Limited OS support
    Secure Workload ● Includes application analytics ● Visibility: UI
    Cisco (Tetration)
    15% ● Requires hardware to scale
    Workload ● “One click” microsegmentation ● No known large-scale deployments
    ZScaler Segmentation 5% ● Focus on software identity ● Lacks visibility
    (Edgewise) ● Lacks core features (e.g., user identity)

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